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Today, encyclopedias, jetliners, operating systems, mutual funds, and many other items are being created by teams numbering in the thousands or even millions. While some leaders fear the heaving growth of these massive online communities, Wikinomics proves this fear is folly. Smart firms can harness collective capability and genius to spur innovation, growth, and success.A brilliant guide to one of the most profound changes of our time, Wikinomics challenges our most deeply rooted assumptions about business and will prove indispensable to anyone who wants to understand competitiveness in the twenty-first century.
Anthony D. Williams, Don Tapscott (Author), Alan Sklar (Narrator)
Audiobook
Bestselling business author Harry Beckwith reveals what every great salesperson knows: The secret to selling is to sell yourself first. Anyone who sells for a living knows instinctively that you're not just selling the product, the service, or the company. What you're really selling is you. Starting with that basic but essential premise, Harry Beckwith and his wife, Christine Clifford Beckwith, provide a treasure-trove of selling and marketing insights that will benefit everyone who sells, from the newbie to the seasoned veteran. You, Inc. is full of practical tips, anecdotes, and advice based on Harry Beckwith's 30 years of marketing and selling his own advertising services. Written in his trademark style—witty, warm, and homespun—it's for anyone eager to seal the deal and everyone determined to thrive in our increasingly fast-paced and competitive business world.
Harry Beckwith (Author), Christine Beckwith (Narrator)
Audiobook
We all sell something for a living--whether it's a brand, a vision, an education, a direction, or a service. We might even be selling a set of numbers to a board meeting, learning to a student, or cereal to an infant. This eye-opening parable is about harnessing natural energy--yours and that of those around you--in order to take your sales, and your satisfaction to the next level of success. In Top Performer , you'll meet Jim, a disciplined but uninspired sales manager. In London on vacation--his first in years--he meets a gentleman named Top Hat. In an engrossing conversation, Top Hat tells him about a legendary Dublin busker/street performer called the Rat Catcher, who engages his audience and effortlessly charms them into parting easily with their change. Top Hat then gives Jim an envelope to bring to the Rat Catcher as a form of introduction. Jim is incredulous, and even a bit suspicious. But after a trip back home, he's willing to do anything to break out of his rut of good-to-average sales and dogged but unfulfilling perseverance. Jim travels to Dublin, where the Rat Catcher tells--and shows--him some surprising secrets of his work ethic and his selling style. Jim ultimately realizes that he needs to Claim the Pitch, Mine the Mess, Choose the Close, and, most importantly, Juice the Jam. When Jim returns home, he's re-energized, having learned how to Build a Circle and Pass the Hat where it really counts--in his life, his relationships, and his workplace. Full of action-packed and sometimes hilarious descriptions of the real like adventures of street performer, this engaging metaphor will appeal to anyone in any position--and in any field, from banking to baking to busking. In the tradition of the bestselling Fish! series this is a deceptively simple story that contains profound advice--advice that will help make readers into Top Performer themselves.
Stephen C. Lundin, Stephen C. Lundin, Ph.D (Author), Carr Hagerman (Narrator)
Audiobook
The two crucial questions most often asked by salespeople are: "How can I close more sales?" and "What can I do to reduce objections?" The answer to both questions is the same: You learn to sell from a buyer's point of view. Global markets, increased technology, information overload, corporate mergers, and complex products and services have combined to make the buying/selling process more complicated than ever. Salespeople must understand and balance these factors to survive amidst a broad spectrum of competition. Moreover, a lot of what the typical old-time salesperson did is now done by e-commerce. The new sales professional has to capture and maintain customers by taking a consultative approach and learning to unearth the four pieces of information critical to buyers, none of which e-commerce alone can yield. The Sales Advantage will enable any salesperson to develop long-term customer relationships and help make those customers more successful -- a key competitive advantage. This audiobook includes specific advice for each stage of the eleven-stage selling process, such as: How to find prospects from both existing and new accounts How to determine customers' needs, such as their primary interest (what they want), buying criteria (requirements of the sale), and dominant buying motive (why they want it) How to sell beyong questions of price
Dale Carnegie, J. Oliver Crom, Michael A. Crom, Michael Crom (Author), John Dossett (Narrator)
Audiobook
Günter, der innere Schweinehund, lernt verkaufen: Ein tierisches Business-Hörbuch
Eigentlich wissen wir ganz genau, was wir beim Verkaufen tun sollten: Begeisterung zeigen, fleissig Angebote schreiben und zum Kunden immer freundlich sein. Ja, eigentlich. Aber wir kennen auch diese lästige Stimme in uns. Sie sagt: 'Verkaufen ist nichts für dich!', 'Den Kunden kriegst du sowieso nicht.' oder 'Freundlich sein? - Wie lästig!' Diese Stimme kommt von Günter. Günter ist unser innerer Schweinehund. Günter hat vom Verkaufen keine Ahnung, aber dafür lauter fiese Vorurteile und eine negative innere Einstellung. Besser also, wir erklären Günter zuerst, wie Verkaufen wirklich funktioniert. Hören Sie dazu die 100 Tipps - und Ihr innerer Schweinehund wird ein prima Verkäufer!
Stefan Frädrich (Author), Stefan Frädrich (Narrator)
Audiobook
Selling is 85% emotional and 15% logical. Forget everything you've been taught about selling -- forget the hardsell, forget negotiation strategies, forget those closing techniques. In The Inner Game of Selling, Ron Willingham debunks the familiar myths about "sales skills," showing that those tired methods are too shallow and manipulative to do anything but alienate potential customers and drain you of energy and dignity. Willingham, author of Integrity Service and CEO of Integrity Systems, draws on decades of experience to open your eyes to a whole new truth about selling: Your ability to sell is more a question of who you are than of what you know. Accordingly, why you sell is far more important than how you sell. Salespeople perform according to their inner beliefs, which ultimately determine their success or failure; The Inner Game of Selling reveals how to overcome self-limiting beliefs, and tells you how to: Decide what you stand for Develop stronger levels of self-confidence Sell the way people want to buy Create real value for people, rather than merely sell another unit, product, or service Separate yourself from other, ordinary salespeople Experience more positive responses and respect from customers and clients Develop a dynamic prosperity consciousness that will continually expand Understand people and help them feel understood Overcome past blockages to your success * For Additional PDF file please contact Member Services *
Ron Willingham (Author), Ron Willingham (Narrator)
Audiobook
Weaving the Web: The Original Design and Ultimate Destiny of the World Wide Web by Its Inventor
Tim Berners-Lee, the inventor of the World Wide Web, has been hailed by Time magazine as one of the 100 greatest minds of this century.His creation has already changed the way people do business, entertain themselves, exchange ideas, and socialize with one another. With new online businesses and communities forming every day, the full impact of Berners-Lee's grand scheme has yet to be fully realized. Now, this low-profile genius tells his own story of the Web's origins--from its radical introduction and the creation of the now ubiquitous WWW and HTTP acronyms to how he sees the future development of this revolutionary medium.Berners-Lee offers insights to help listeners understand the true nature of the Web, enabling them to use it to their fullest advantage. He shares his views on such critical issues as censorship, privacy, and the increasing power of software companies in the online world.
Tim Berners-Lee (Author), Tim Berners-Lee (Narrator)
Audiobook
Secrets of the Great Rainmakers: Proven Techniques from the Business Pros
In SECRETS OF THE GREAT RAINMAKERS you'll learn how to outsmart the competition and set yourself apart from the pack. In over 50 interviews with industry leaders from a wide variety of fields, bestselling author Jeffrey J. Fox will share the proven techniques and hard-won wisdom that have helped great rainmakers get ahead, along with his trademark brand of counterintuitive insight and commentary that have made his books so popular. Among the secrets you'll find: o Why silence can be golden o How to find the decision maker o Why relationships as a bankable selling strategy is bunk Fox gets to the heart of the matter, and condenses years of hard-won wisdom into memorable lessons guaranteed to increase sales-they've already been proven.
Jeffrey Fox, Jeffrey J. Fox (Author), Jeffrey Fox, Jeffrey J. Fox (Narrator)
Audiobook
At the age of 87, Mike Wallace is a legendary figure in broadcast journalism. Now, after 60 years of reporting on important events around the world, he shares his personal stories about the incredible range of celebrities, newsmakers, criminals, and world leaders who have subjected themselves to his unique brand of questioning. Through Wallace's intimate observations about these figures, we experience afresh the pivotal events that have shaped our world. Here, we meet the guilt-racked Secret Service agent assigned to John F. Kennedy's car in Dallas. We learn about the candid moment when President Nixon revealed an unexpected softer side. We witness the underpinnings of the century's greatest social movement through Wallace's eyes as he manages to earn the trust of major civil rights leaders, and we see the trauma Wallace experienced while covering the conflict in Israel. These off-camera anecdotes and fascinating excerpts from Wallace's interviews-with everyone from Eleanor Roosevelt to all the presidents of the last half century, from Frank Lloyd Wright to Johnny Carson, from Margaret Sanger to Malcom X-give us a new perspective on some of the greatest lives and minds of our time. With a reporter's eye for detail, Wallace mingles laughter, tragedy, and revelatory insight in a memoir unlike any other. For anyone who's ever wondered what it's like to make history for a living, this is a must-read.
Mike Wallace (Author), Mike Wallace (Narrator)
Audiobook
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to 'clone' their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.
John R. Holland, Michael T. Bosworth (Author), Chris Ryan (Narrator)
Audiobook
China today is visible everywhere -- in the news, in the economic pressures battering america, in the workplace, and in every trip to the store. provocative, timely, and essential, this dramatic account of china's growing dominance as an industrial super-power by journalist Ted C. Fishman explains how the profound shift in the global economic order has occurred -- and why it already affects us all. How has an enormous country once hobbled by poverty and Communist ideology come to be the supercharged center of global capitalism? What does it mean that China now grows three times faster than the United States? That China uses 40 percent of the world's concrete and 25 percent of its steel? What is the global impact of 300 million rural Chinese walking off their farms and heading to the cities in the greatest migration in human history? Why do nearly all of the world's biggest companies now have large-scale operations in China? What does the corporate march into China mean for workers left behind in America, Europe, and the rest of the world? Meanwhile, what makes China's emerging corporations so dangerously competitive? What could happen when China will be able to manufacture nearly everything -- computers, cars, jumbo jets, and pharmaceuticals -- that the United States and Europe can, at perhaps half the cost? How do these developments reach around the world and straight into the lives of all Americans? These are ground-shaking questions, and China, Inc. provides answers.Veteran journalist and former commodities trader Ted C. Fishman paints a vivid picture of the megatrends radiating out of China. Fishman's account begins with the burgeoning output of China's vast low-cost factories and the swelling appetite of its 1.3 billion consumers, both of which are being driven by historically unprecedented infusions of foreign capital and technological know-how. Traveling through China's frenetic landscape of growth, Fishman visits the factories, markets, streets, stores, towns, and cities where the story of Chinese capitalism is being lived by one-fifth of all humanity. Fishman also draws on interviews with Chinese, American, and European workers, managers, and executives to show how China will force all of us to make big changes in how we think about ourselves as consumers, workers, citizens, and even as parents. The result is a richly engaging work of penetrating, up-to-the-minute reportage and brilliant analysis that will forever change how readers think about America's future.
Ted C. Fishman (Author), Alan Sklar (Narrator)
Audiobook
Getting Through: Cold Calling Techniques To Get Your Foot In The Door
Everyone in sales knows how to sell -- if they can get to the buyer. But in today's selling climate, the road between seller and buyer is frequently blocked with layer after layer of objections, distractions and delays. Now, America's #1 Corporate Sales Trainer shares his proven techniques for getting through all that interference to make the sale. In this powerful program, Schiffman provides sound advice and proven strategies for cold calling -- the technique used by salespeople everywhere to make their appointments and increase their sales exponentially.
Stephan Schiffman (Author), Stephan Schiffman (Narrator)
Audiobook
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